SELLING TECHNIQUES FOR THE CORPORATE EXECUTIVE

  

On -Site only
Length : One Day Sales Management Training Seminar
Number of Participants : unlimted
Materials : Comprehensive Notebooks provided
Follow-Up Monitoring : No-Charge MVP six month follow up program. Attendee's may contact training instructor for sales seminar relevant questions by email or phone for six-months following presentation.

Are you an experienced executive seeking to help your company increase revenue in a natural non-sales manner? Are you looking for effective selling techniques that will complement your primary responsibilities?

Soraya Morgan, Executive Vice President of the leading marketing firm in New York City, will share effective ways to:

• gain new prospects by focusing exclusively on your most ideal clients
• utilize your natural relationship building skills to make sales pitches feel more natural
• create solutions-oriented interviewing techniques that will close a sale
• keep a positive can-do attitude to get past sales barriers

You will leave the seminar better equipped to think in a more sales-focused mind set that feels natural, develop memorable presentations and look forward to influencing the right clients to buy your services.

Who Benefits Most?

Veteran Executives with little or no sales experience—as well as those who want to refresh their sales skills.

How Will You Benefit?

• Identify your strengths and weaknesses
• Amplify your strengths to help your sales abilities
• Conquer barriers to listening in a sales situation
• Determine qualified prospects and avoid time wasters
• Successfully prospect by email, phone, research or in person
• Understand your customer’s situation and identify selling opportunities
• Make a dynamic and memorable sales pitch & presentation
• Feel comfortable and confident selling your company’s services
• Handle objections and gain customer commitment

What You Will Cover

• Prospecting: pinpoint qualified prospects, locate the decision makers, reward your cheerleaders, manage gatekeepers
• Discovery and the sales process
• Making memorable first presentations; greetings and headlines
• Handling objections; overcoming sales resistance
• Closing techniques and gaining customer commitments
• Utilizing successful and unsuccessful sales to gain more clients

SELLING TECHNIQUES IN TODAY’S CHANGING ENVIRONMENT FOR THE NEW OR PROSPECTIVE SALESPERSON

This seminar covers every critical phase of selling in today’s competitive market and gives you enhanced skills in listening and prospecting that will provide the skills, resources and confidence to sell your product or service successfully.

Who Benefits Most?

Salespeople with one year or less of selling experience—as well as potential candidates for sales positions, those who want to refresh their sales skills, customer service representatives and support staff who interact with customers.

How Will You Benefit?

• Identify your selling strengths and weaknesses
• Overcome your weaknesses and amplify your strengths
• Conquer barriers to listening in a sales situation
• Determine qualified prospects and avoid time wasters
• Successfully prospect by phone, research or in person
• Understand your customer’s situation and identify selling opportunities
• Make a dynamic and memorable sales presentation
• Feel comfortable and confident in front of new customers
• Handle objections and gain customer commitment

What You Will Cover

• Effective listening
• Prospecting/cold calling: pinpoint qualified prospects, locate the decision makers, reward your cheerleaders, manage gatekeepers
• Discovery and the sales process
• Making memorable presentations; greetings and headlines
• Handling objections; overcoming sales resistance
• Closing techniques and gaining customer commitments
• Utilizing successful and unsuccessful sales to gain more projects

PRINCIPLES OF PROFESSIONAL SELLING IN TODAY’S CHANGING ENVIRONMENT

This seminar goes through the entire sales process and demonstrates how regardless of the competitive marketplace, you will discover how to increase your leads, revenue and client retention through solutions selling! Return to work better equipped to develop presentations that meet your clients’ real needs…create a specific sales plan to achieve your sales goals…influence the right buyers and close the sale with ease.

Who Benefits Most?

Sales professionals with at least one year of sales experience, veterans who want to refresh their skills and managers who want to train salespeople.

How You Will Benefit?

• Develop a master plan to manage the sales process
• Win the confidence and trust of prospective clients by learning as much as possible about their needs
• Successfully sell on a consultative level, using effective interviewing techniques
• Effectively communicate your product/service distinctions
• Build long-term retention by offering solutions
• Uncover customer resistance and overcome objections
• Know when—and how—to close the sale
• Productively manage your time and territory

What You Will Cover?

• Planning: using competitive analysis to gain more business
• Matching your sales approach to the personality style of your customer
• Becoming a problem solver
• Developing new business while maintaining existing account
• Managing key-account and key-prospect relationships